Distributor Engagement Transformation Process

Client – US based global Cereal and Snacks company
Region – 40+ countries across Middle East, Europe and Africa

Context

  • Client was undergoing a major transformation in Ways of Working with the distributors supported by new technology
  • Client needed help to ensure new technology was relevant and well understood/ adopted by the business teams including internal stakeholders & distributors

Action

  • Asbicon conducted deep dive sessions with the client’s business teams to understand the business processes (sales & operational) and how they were being enabled with the new technology
  • Asbicon interweaved the use of new technology with the business process to develop easy to understand training materials and exercises relevant to job functions within the distributors and the business teams
  • Conducted end-to-end trainings across key business processes that were integrated through the new system
  • Customised user manuals & job aids were developed to enable the trainings in more than 40 countries

Result

  • Asbicon was able to record a consistent score of over 4.5/ 5 from channel partners and business teams across the training programs
  • Asbicon was initially contracted for onboarding ~30% of the distributor partners in change management process, however post the success of first phase, the scope was extended to cover all the distributors and wider internal teams